Oracle Oracle Territory Management, Руководство по внедрению

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Phase I: Territory Planning 4-1
4
Phase I: Territory Planning
This chapter explains the territory planning process and includes the following
topics:
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Section 4.1, "Planning Your Territories"
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Section 4.2, "Sales Territory Planning Example"
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Section 4.3, "Sales Territory Qualifiers"
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Section 4.4, "Service Territory Qualifiers"
4.1 Planning Your Territories
The planning phase is the most important step in territory setup. Before using
Oracle Territory Management, a territory planning team should be established to
analyze the territory setup in your organization. This territory planning process
needs enterprise-wide cooperation and feedback. Multiple territory revisions in the
first months of operation should be expected as your enterprise discovers omitted
information or territories that do not work on a day-to-day basis.
Based on your business needs, your team needs to determine the following:
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Usage: What applications need territories
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Transaction Type (which is based on usage): for example, leads, opportunities,
service requests, and delinquencies
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How many territories are needed
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What transaction qualifiers should be enabled
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Who should be attached to the territories
■
What should the territory hierarchy structure be